Monthly Issue
From Home Furnishing Business
July 24,
2024 by HFBusiness Staff in Business Strategy, Industry 
In today’s unpredictable retail climate, many retailers are reducing overall inventory levels and rebalancing their floor selections. The result is more pressure to identify the sweet spot of price, style, and features in every category—including motion furniture. Different by Design Design trends in recliners, reclining sofas and motion sectionals continue to reflect those in stationary upholstery. More colors and patterns are emerging in upholstery fabrics and leather after a decade of gray- and greige-dominated sales floors. Performance fabrics are moving from being a special-order option to becoming the norm.
“Value” remains a key buzzword on retail floors as sales associates market motion furnishings. While that definition varies depending on price point, communicating distinctive comfort, function and fashion features are essential to closing sales. Tailored details such as welts, contrasting stitching and nailhead options are being used to add fashion to motion furniture as well as differentiate manufacturer brands. In terms of scale, many consumers equate larger pieces with greater value, yet marketers are also finding success with smaller silhouettes aimed at apartment dwellers, new home buyers and downsizing boomers.
“Sectionals are currently on-trend, reflecting the latest in fashion décor, especially when paired with cool arctic color palettes,” says Anthony Teague, senior vice president at Jackson Catnapper. “These modular pieces are designed to fit any living space, large or small, offering ultimate relaxation and flexibility.” Consumers are increasingly drawn to styles inspired by stationary upholstery. Models that balance beauty and comfort are more likely to appeal to both partners in the home and help close the sale. At the same time, traditional overstuffed motion frames continue to hold their ground in the lower- and mid-priced markets. And as younger consumers come to market, transitional styling is seeing a resurgence.
Manual recliners still dominate entry-level price points, yet power motion innovations are in high demand. Fashionforward features like hidden mechanisms are valued, as are innovations such as electronic charging ports, fully lit tabletops and integrated storage and work surfaces. Growth Trends New growth is also evident in specialized upholstery segments such as lift chairs and zero-gravity models, as well as options and models dedicated to massage, heating, and other relaxation features. The increasing variety of upholstery styles overall is resonating well with consumers.
According to a FurnitureCore, Inc. survey developed by Impact Consulting Services (parent company of Home Furnishings Business), the combined upholstery category (stationary + motion), as a percent of total furniture sales came in at $52.84 billion for 2023, up slightly from $52.43 billion in 2021. Looking specifically at motion upholstery, 2023 closed with $19.52 billion in sales, up slightly over $19.36 billion in sales posted for 2022.
April 10,
2024 by HFBusiness Staff in Business Strategy, Industry
With economic conditions and consumer confidence outside the industry’s control, manufacturers continue to raise the bar by designing products that generate their own demand. From innovative materials to classic design revivals, here’s a look at what’s selling best in the dining category.
The sustainability story resonates for customers of Greenington Fine Bamboo Furniture, according to Troy Lerew, vice president of sales. “Our Azara dining room collection is a proven success story for our dealers and a perfect example of how we can create beautiful and high-quality furniture using one of the earth’s most sustainable resources, bamboo.” Greenington’s caramelized and exotic tiger finishes are not surface stains, they’re colors resulting from the company’s innovative production processes using only heat, steam and pressure. The result is a selection of natural, solid bamboo tones that are environmentally safe and feature a beautiful grain pattern with continuous color throughout the material.
At Stickley, classic Mid-century modern styling continues its decades-long popularity, as demonstrated by the success of its Walnut Grove collection, explains Aminy I. Audi, CEO and chair of the board at L. & J.G. Stickley. “The broad appeal of its stunning mid-century modern style is undeniable, as our customers continue to remind us.” Mid-century modern looks resonate at Simpli Home as well. “Shoppers appreciate the Malden Bentwood dining chair for its simple elegance and versatility,” says Darcy McGilvery, chief marketing officer of Simpli Home. “Its sleek midcentury design fits seamlessly in dining rooms, kitchens, offices, or sitting areas.” Quick shipping times and solid-wood construction are key success factors at Fusion Designs.
Durable materials and design innovation are driving Bellini Modern Living’s best-sellers. “Consumers are gravitating to Italian ceramic dining tables because they are so durable and highly resistant to scratches and stains,” says Hossein Azimi, chief executive officer of Bellini Modern Living. “But the real beauty of this table is in the return-on-investment retailers enjoy per square foot.”
The return of round dining tables is also notable. “Coaster’s trending sellers in the dining category are large round tables,” says Crystal Nguyen, vice president of merchandising and product strategic planning of Coaster Fine Furniture. “There’s a noticeable trend resurgence in round dining tables, striking the perfect balance of style and affordability. These tables are designed to support the return of family gatherings and face-toface conversations."
January 27,
2024 by HFBusiness Staff in Business Strategy, Industry
The opportunity to tie mattress sales to health benefits is top-of-mind for today’s mattress manufacturers and suppliers. From new yarns and fibers to innovative adjustable bases, product features are being developed and marketed to entice consumers with health benefits. At Therapedic, these advancements are in the form of copper yarns and copper-powered fabrics proven to be absorbable by the skin for wellness benefits. “Our Immunity collection contains the highest copper content of any mattress made for consumers; it consists of copper woven into the fabric cover and infused in the mattress foam,” says CEO and president Gerry Borreggine. “Research shows that copper is anti-bacterial, anti-microbial, reduces inflammation, and may increase circulation, all benefits that appeal to consumers.”
At top price points, luxury models continue to benefit from this wellnessdriven market dynamic. “The consumer’s quest for a healthier sleep experience elevates the importance of the luxury mattress segment,” says Bill Hammer, president of Shifman Mattresses.
For Norway-based Stressless, its newest model—Sky—reflects decades of product knowledge and innovation. “At Ekornes we are not new to the mattress category,” says Peter Bjerregaard, president. We’ve been producing mattresses since 1937 and have a deep understanding of the factors that account for good sleep, and why it is essential for a healthy life. We have combined our extensive sleep insights with the Nordic lifestyle, which promotes good health in harmony with nature, to create the Stressless Sky.”
According to industry research and estimates from the FurnitureCore model developed by Impact Consulting Services, parent company to Home Furnishings Business magazine—sales in the bedding category declined in 2022. At year end, 2022 finished at $17.8 billion compared to $18.51 at the close of 2021. This 3.8% decline contrasts with the preceding 21.6% annual growth of the segment from 2020 to 2021.
Mattress sales in 2022 appear to be lost to other home furnishings categories as bedding’s percentage of total furniture industry sales also declined from 12.9% in 2021 to 11.8% in 2022. The downward trend continued in 2023, with sales down 3.5% year to date at the close of third quarter, with $13.44 billion in sales compared to $13.93 for the period in 2022.
December 29,
2023 by HFBusiness Staff in Business Strategy, Industry
Home office furniture sales continue to grow, despite many households purchasing the necessary pieces as working from home became mandatory in recent years. Whether they’re adding to existing setups or creating new workspaces in the home, consumers continue to search terms such as #desk and #bookcase on social media, Houzz and Pinterest. Manufacturers are responding by providing a constant stream of fresh designs—with a growing number of collections designed with modular pieces that work together to accommodate a variety of floorplans. AICO credits product design as the route to customer satisfaction in the home office arena, according to president David Koehler. Describing AICO’s fashionable Belmont Place desk, Kohler explains:
“The success of this desk lies in its exquisite pairing of the ethereal allure of white anigre veneer coupled with the deep richness of espresso, beautifully accentuated by gold touches. Consumer sentiment echoes our belief: this desk is a statement, ensuring the home office reflects the luxury of the rest of the home.”
In addition to dedicated home offices wellsuited for a desk, console, bookcase, and file storage pieces, desks are being used throughout the home as multifunctional solutions. Today’s open floorplans offer numerous spots to integrate a desk. Desks placed behind the sofa take the place of console tables and are perfect for finishing up work, paying bills or doing homework. Adding a desk to an open wall or nook creates a focal point and can be styled with a mirror and accessories to look decorative while providing a worksurface and smart storage to keep clutter out of sight.
Modular furniture designs are an essential element of Stickley’s home office strategy. “Our Origins By Stickley line represents tremendous value as the opening price point for Stickley; it brings customers functional furniture options that are fully customizable and well-constructed as well as affordable,” explains Edward Audi, president, L. & J.G. Stickley. “The Dwyer style has become especially popular among our home office products. Its modular storage components offer incredible versatility, and a choice of ten finishes and nine hardware styles means that Dwyer will work beautifully in any setting.”
As Americans spend more time working from home, the home office category has benefited. Industry research—from the FurnitureCore model developed by Impact Consulting Services, parent company to Home Furnishings Business magazine— estimates the home office furniture category grew a solid 8.1% from 2021 to 2022. While impressive, last year’s growth pales in comparison to the pandemic-fueled growth of 21.3% growth documented from 2020 to 2021. So far in 2023, the home office category is tracking 2.4% above last year through second quarter. In 2022, home office sales finished at $6.88 billion up from $6.36 billion the previous year. As of Q2 year to date, sales in the home office category are estimated at $3.38 billion.
Occasional Tables
As functional as they are fashionable, occasional tables are design essentials. Creating a seating area without them leaves a room looking and feeling empty—and without the ability to support a beverage or TV remote. Gone are the days where a well-designed room boasted a matching ensemble of two end tables, a cocktail table and a console table. Today’s interior design directions highlight tables (and ottomans, benches, etc.) that complement rather than match each other. Notable features in this category include eclectic mixes of wood, metal, glass and stone; durable, cleanable surfaces; and multifunctional design. “Our Anaheim cocktail ottoman is one of our best sellers because of its versatility and mixed media,” explains Jim Telleysh, president of Spectra Home. “It’s a great accent piece with a gunmetal-gray base made of aluminum. The upholstered top is stocked in our Data Cream performance fabric or a rich charcoal Nubuck leather and is available for 48-hour delivery. You can also choose from our extended selection of performance fabrics, bleach-cleanable acrylics and more leather options by ordering through our custom design program.”
Home Entertainment
While consumers continue to spend more time at home streaming their favorite shows, the need for home entertainment furnishings grows. From minimalist to modern farmhouse styles, there are looks available to meet every consumer’s style preference and budget. The most desirable features include open and closed storage, adjustable shelves, powerstrips, cord management, and open or glass-front component compartments.
FurnitureCore research estimates the entertainment furniture category grew 8.1% from 2021 to 2022; down from the 21% growth recorded the previous year. In 2022, the entertainment furniture group finished at $8.29 billion in sales, surpassing 2021’s stellar sales of $7.67 billion. At the close of the second quarter this year, home entertainment is tracking at $4.08 billion in sales, up slightly over last year where 2022 sales closed at $3.98 billion during the same period.
October 2,
2023 by HFBusiness Staff in Business Strategy, Industry
Today’s leading upholstery designs address modern living requirements. Life stage continues to dictate consumer shopping patterns, particularly when it comes to sofa size. Sofas with a smaller footprint appeal to young adults just starting out as well as retirement-age generations downsizing to condominiums and smaller houses. Conversely, bigger is often better for growing families and multigenerational living where everyone wants a place to put their feet up. Mega sectionals and plush, oversized models offering deep comfort appeal to all ages. Post-pandemic, the sofa is no longer just where consumers watch TV. With travel still tracking lower than previous years, home is where Americans hang out. The rise of working from home and online learning translates to the sofa’s additional roles as office and classroom. Together, these factors are driving greater requirements for comfort, functionality and versatility in upholstered furniture.
“The consumer today wants and deserves to have it all,” says Anthony Teague, executive vice president of Jackson Furniture. “Not only do they want furniture that is fashionable, but they expect comfort..and we deliver on both ends of that spectrum every day.”
At Luxfort Home, models such as the Jolliet CloudPower zero-wall clearance motion sectional are successful for their ability to deliver form and function. “The Jolliet CloudPower sectional is a trifecta combination of the best seating comfort, best-looking stationary style and new power motion functionality,” says president Lee Boone.
Style continues to be a major factor influencing upholstery purchases. In covers, retail floors previously covered in gray and greige are beginning to show hints of color–particularly with warmer neutrals such as camel and tan reemerging. White and off-white have replaced gray in the modern farmhouse/ cottage lifestyle look– making the durability and cleanability of performance fabrics even more desirable as white covers dominate the style scene. Interior design directions illustrate how solid fabrics (versus prints) prevail– but not just any solid fabrics. Whether they prefer updated traditional, transitional, cottage, coastal, BoHo or soft modern looks–consumers are gravitating to touchably soft constructions. Solids with texture are in-demand, with boucle, chenille, velvets and teddy bear-inspired textured constructions trending across all style categories. “The Lisbon chair is a beautiful bridge between fashion and lifestyle, connecting the elegance of what you wear to the grace of where you live,” says AICO president David Koehler. “With its balance of texture and contrast, it resonates with style-conscious consumers.”
Based on the FurnitureCore Model developed by Impact Consulting Services, parent company to Home Furnishings Business, research shows the upholstery category has maintained its steady climb, finishing 2022 with $64.58 billion in sales, up from $59.77 billion in 2021–an increase of 8.0%. Although demand across all durable goods is slowing, upholstery sales in the second quarter of 2023 were 2.5% higher than the previous quarter.
With sales of $32.77 in 2023 Q2 year-todate, the upholstery category accounts for approximately 35.2% of total furniture industry sales.
